Miller Heiman Green Sheet Excel Download //top\\
Master Strategic Account Management: The Ultimate Guide to the Miller Heiman Green Sheet (Plus Excel Download & Templates)
Open Excel and create a new workbook. Use the anatomy above. Name your columns exactly as listed in Section 3. This takes 15 minutes. The benefit is that you own it forever, and it will match your CRM fields.
Why Use an Excel Template?
- Head-to-Head: Best used when you are the dominant player.
- Change the Rules: Used when you are losing; you must alter the buying criteria to favor your strengths.
- Fragment the Business: Used when a competitor is dominant; you attempt to split the deal into smaller components you can win.
